July 09, 2015
By Susan J. Campbell, TMCnet Contributing Editor
In the quest for the American Dream, we sometimes believe that the right opportunity is the only thing we need to make it come true. If it were that easy, everyone would be successful, the quitting rate would be zero and the word bankruptcy wouldn’t exist. Instead, there’s significant demand for life coaches as we believe that it isn’t the opportunity, but the attitude brought to the task that can make the difference.
Is this also true for inside sales lead management?
In the world of sales, whining doesn’t get you very far. The sales manager won’t adjust his expectations, the customer won’t close and the job won’t stay yours if this is your approach to success. A recent article in the Standard Examiner by Tim Border suggests that the positive attitude that drives optimism is really what leads to success for inside sales lead management.
Of course, that’s easier said than done in a field that can be defeating on a daily basis. It’s not uncommon for things to not go as expected in the world of sales – prospects often share misleading information, prices go up, the competition changes its strategy, etc. For those who approach the role with optimism, however, they have the power to overcome these setbacks and find success on the other side.
Border suggests that attitudes are habits of thought that will predict or perpetuate performance. We are not born with attitudes, but we instead acquire them over time. We have the ability to select the attitude we carry and apply it at will. For the inside sales lead management professional who starts the day, the role or even the job complaining, the opportunity for success is fleeting.
For those who start with a much different attitude, however, the outcome is very different. The winner, for instance, believes he has a say in his future; has heightened appreciation and gratitude; is cheerful and kind regardless of circumstances; interrupts negative thought patterns; shares positive experiences and stories; is rarely surprised by trouble; focused on improvement and learning; hunts for partial solutions; contributes to a greater good; and contributes a good sense of humor.
Why does this matter in sales? No matter the type of sales you’re in, it’s a challenging role. If inside sales lead management is your focus, you likely meet a lot of rejection throughout a given day. If you don’t bring the positive attitude to offset this activity, you’ll quickly burn out and fail to deliver the kind of experience your boss and your customers come to expect. With the right attitude, you have much more control over outcomes and just might be able to achieve the American Dream.